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JobDescription : The Role: The Commodities Sales Specialist - Petrochemicals is responsible for the customer experience and revenue growth of Platts Petrochemicals bank of business. This requires close co-ordination with Commercial team, Sales Specialist team, Channel Partners, Marketing team, Client Services, Content team and Product team. The key objectives of this role are to grow new and existing Petrochemicals customers through market engagement, sales capability building, bringing customer insights into product development and thoughtful market targeting. As a "sell-through" role, the Commodity Specialist Petrochemicals will work alongside others to drive their success in Petrochemicals markets. The Impact: The role outcomes are meeting/exceeding net-sales targets and meeting metrics around customer experience and sales capability. Your Skills: Minimum of 5-10 years of B2B sales and/or industry experience (preferably in Petrochemical/commodity data trading, research, consulting or related industry) with a track-record of achieving revenue targets, developing new markets and maintaining a high-level of customer satisfaction.
This position will be primarily responsible for achieving net-sales and customer experience targets for Petrochemicals offers & analytics across the Commercial team in EMEA. The role is also required to develop and execute a revenue growth strategy for LNG in EMEA and globally, in line with the Platts strategy
Responsibilities also include developing and strengthening relationships with our clients, with regular travel to client sites for sales and relationship building, conducting regular reviews with key customer contacts to gain insight into clients' business initiatives, market engagement activities through events and other marketing led activities, and supporting sales efforts to grow new and existing customers into larger contracts.
Understand key customers in portfolio and needs, coordinate with Platts Commercial, Product & Marketing teams.
Understand the relationship and the information requirements within a complex multi-functional customer base. Strategically understand the Platts sales organization and resources, familiarize with colleagues and understand Platts sales channels and sales objectives and means.
Participate in planning and executing account management schedule and detailed action plan. Understand key deliverables. Meet and exceed the assigned net sales goal as well as other customer metrics.
Use the insights gained from Petrochemical customers to inform the Product Development and Marketing team activities & strategies, to ensure that Platts has relevant offers for local markets.
Lead the development of customer case studies for relevant 'big wins', clearly documenting the value of S&P Global Essential Intelligence to the customer's business operations.
Growth of Net Sales and New Business
Net sales quota shall be met by working closely with the Sales Managers and Platts Channel Partners. Growing account portfolio spending on current products by increasing license agreements, volume of usage through the prescribed systems and processes. Grow new Petrochemicals sales by value/volume, through cross-selling, upselling to analytics and increasing the spent on Platts offers.
Address and/or escalate all customer issues and concerns.
Develop strategies to improve the capability of Field Sales, Telesales, Strategic Accounts and Channel Partners through role plays, interactive training, field visits, sales tools and telephone call scripts/key talking points.
Develop and strengthen relationships with our Customers and Channel Partners, including extensive travel to client sites for sales and relationship building. Attend marketing & channel conferences, events, roundtables, workshops and forums to promote Platts Petrochemicals offers.
Conduct market engagement activities in support of the Platts EMEA Strategy
Support joint initiatives across S&P Global in the Petrochemicals space.
Account Records Maintenance & Self development
Co-ordinates with the Commercial team to maintain CRM activity log, monthly reports, meeting notes, accurate forecasting. Communication is critical to ensure Platts has a seamless approach to the customer. Also maintains account plan and profile while identifying potential risk and opportunities for Petrochemicals business within the account.
Must hold Bachelor's degree (or equivalent experience)
Minimum of 5-10 years of B2B sales and/or management experience (preferably in Petrochemicals/commodity data trading, research, consulting or related industry) with a track-record of achieving revenue targets, developing new markets and maintaining a high-level of customer satisfaction.
Strong solution-selling background with proven experience in maximizing customer value and through coordinated account planning and team approach both internally and externally
Proficient in Microsoft Office suite (MS Word, Excel, DB and PPT), Internet and CRM systems.
Excellent interpersonal skills. Demonstrated strong relationship building with customers, markets and internal stakeholders. Strong oral and written skills are required to enable effective communications at all levels within the company and with customers
Experienced negotiator, demonstrating logical, influencing and consulting skills. Ability to interact at the highest level of decision making with key industry players.
Ability to independently acquire knowledge of industry, competitors, trends and products.